Power and persuasion

Power and authority can affect the dynamics between team members.

Sources of power

Team members can use three sources of power to influence the behaviour of others.

• Position
• Personal
• Political

People generally respond most positively to personal power. They will have a higher level of commitment and be more likely to enjoy helping you.

Position

• Formal authority
• Control over rewards
• Control over information

Personal

• Expertise
• Achievements
• Loyalty
• Charisma

Political

• Connections to other types of power

Tactics for influencing team members

• Rational persuasion
  • Relies on personal power
  • Can be very effective
• Inspirational or personal appeal
  • Relies on personal power
  • Can be very effective
• Exchange
  • Relies on position power
• Pressure
  • Relies on position or political power
  • Should be avoided and is ultimately counter-productive